Dollar amount of accounts receivable Collections made of accounts receivable

Dollar amount of accounts receivable collections made

This preview shows page 54 - 59 out of 135 pages.

Dollar amount of accounts receivable Collections made of accounts receivable Sales Calls Number made on current customers Number made on potential new accounts Average time spent per call Number of sales presentations Selling time versus nonselling time Call frequency ratio per customer type Selling Expenses Average per sales call As percentage of sales volume As percentage of sales quota By customer type By product category Direct-selling expense ratios Indirect-selling expense ratios Customer Service Number of service calls
Image of page 54
Page 22 of Displays set up Delivery cost per unit sold Months of inventory held, by customer type Number of customer complaints Percentage of goods returned Qualitative Criteria Selling Skills Knowing the company and its policies Knowing competitors’ products and sales strategies Use of marketing and technical backup teams Understanding of selling techniques Customer feedback (positive and negative) Product knowledge Customer knowledge Execution of selling techniques Quality of sales presentations Communication skills Sales-Related Activities Territory management: sales call preparation, scheduling, routing, and time utilization Marketing intelligence: new product ideas, competitive activities, new customer preferences Follow-ups: use of promotional brochures and correspondence with current and potential accounts Customer relations Report preparation and timely submission Personal Characteristics Cooperation
Image of page 55
Page 23 of Human relations Enthusiasm motivation Judgment Care of company property Appearance Self-improvement efforts Patience Punctuality Initiative Resourcefulness Health Sales management potential Ethical and moral behavior INDEX 1. Notes of Session 21 : 02 - 09 2. Notes of Sessions 22, 23 : 10 - 19 3. Notes of Sessions 24, 25 : 11 - 28 4. Notes of Sessions 26 to 28 : 29 - 32 5. Notes of Sessions 29, 30 : 33 – 48
Image of page 56
Page 24 of 6. References : 49
Image of page 57
Sessions 21 Public Relation, Publicity, Event management, Corporate Advertising Public relations (PR), publicity Event Management and Corporate advertising are ways by which information about the organization, its products and/or its services may be communicated. These promotional mix elements are generally used in a different way in that they are not always designed to promote a specific product or service. Rather, they may be used to promote the organization as a whole, a cause or position advocated by the organization, or to create goodwill in the marketplace. In addition, at least one of these elements—publicity—is not always in the control of the marketer. Thus, while it may be possible to affect publicity in some situations, in many others the marketer may have to assume a reactive posture.
Image of page 58
Image of page 59

You've reached the end of your free preview.

Want to read all 135 pages?

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture